How to Engage Your Virtual Business Developers

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How to Engage Your Virtual Business
Developers
Claire Sookman&
Michelle Hilscher, B.Sc., M.A.
Virtual Team Builders

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Setting the
Ground
Work

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Source: Human Resources Magazine (Australia), April 2005. By Craig Donaldson

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8. What is Engagement?
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Source: Tower Perrin

9. Virtual Sales Teams
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10. Challenges to Virtual Engagement
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11. Measuring Virtual Engagement
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12. Virtual Engagement Tool
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e.g.,
On a often do youmember,keep virtual
How motivatedyour you how committed do
Overall, how reliable are your virtual team
As a virtualare are teleconferences
day-to-day basis,it to your well-
team feel is how your
team’s diversity the loop” does your
disruptedor “inthat leads to new ideas
informed by
you feel towards your team
promises as technical glitches?
colleagues? a virtual work?member?
and insights?
organization keep you?

13. Fundamental Metrics
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14. Fundamental Metrics
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15. Ways to Increase Engagement
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Strategies for increasing engagement
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What percentage of
employees would work
harder if they were better
recognized?
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the answer is....
69 percent
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18. Motivating Your Sales Team?
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 Offer incentives for
the:
 most creative way to
sell a product
 best tip or idea of the
week
 lead with the greatest
potential or the
highest revenue
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19. Motivating Your Sales Team
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 most engaged person on
the teleconference
 most valuable input
during the meeting
 person who did
absolutely no multi-
tasking during the
meeting

20. Motivating Your Sales Team
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 Best Supporting Actor: to the
sales rep who was most
supportive to the team process
 Ralph Nader Award: For
challenging the system…and
living to tell about it
 The Dominos Delivers
Award: to the sales rep who
can be depended on to deliver
the work and anything else
asked for, on time, every time
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21. Motivating Your Sales Team?
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 U.S Air On Time Every
Time Award: to the rep
who showed up on time
to the web conference
and was actively
engaged
 The BMA: Best Sales
Managers Award: to the
manager who was most
supportive of the team’s
work

22. The End…
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THANK YOU
for your participation.
Claire Sookman&Michelle Hilscher
416 398 5160
www.virtualteambuilders.com
csookman@virtualteambuilders.com